Full Version: Chuck, where are you
From: Engravin' Dave (DATAKES) [#61]
18 Jul 2006
To: UCONN Dave & Lynn too (DANDL48) [#59] 19 Jul 2006
From: Peter [#62]
18 Jul 2006
To: UCONN Dave & Lynn too (DANDL48) [#59] 19 Jul 2006
and you reckon our wives wont talk ?
:D
From: LipChip [#63]
18 Jul 2006
To: LaZerDude (C_BURKE) [#38] 18 Jul 2006
Hello Chuck,
Do you know "Hula Mike" that hangs out in the Dyesub.org forum? He now lives on the island of Oahu, and might be a good contact to get in touch with. Sharing with him might be a good thing for both of your companies.
From: LipChip [#64]
18 Jul 2006
To: LaZerDude (C_BURKE) [#46] 18 Jul 2006
EDITED: 19 Jul 2006 by LIPCHIP
From: LaZerDude (C_BURKE) [#65]
18 Jul 2006
To: Engravin' Dave (DATAKES) [#61] 18 Jul 2006
Interestingly enough I had suggested that once.
From: LaZerDude (C_BURKE) [#66]
18 Jul 2006
To: LipChip [#64] 19 Jul 2006
There is an idea Dave........:)
From: Toni (TONI56) [#67]
18 Jul 2006
To: LaZerDude (C_BURKE) [#40] 18 Jul 2006
Chuck,
One option is to use your laser engraving identification tags. Electrical contractors have to have them before jobs can be completed. We do those & tags for several industrial clients that make equipment. Most of the equipment does not stay in our area. Most of our clients have fairly simple needs.
1. White/black, black/white, & red/white tags.
2. They typically need the tags in a couple days. Okay sometimes the same day. They fax the order with the detail, we confirm & go from there.
Good money in a plastic bag filled with a couple hundred tags. No architects to deal with, like interior signage. :-) I think if you market prompt service at a fair price this could be a good option.
From: UncleSteve [#68]
18 Jul 2006
To: LaZerDude (C_BURKE) [#52] 18 Jul 2006
Or "My name is Chuck and I engrave everything! What's yours?"
And worst case, go out wearing your coconuts but engrave them first! (devil)
From: Rolf (RJB2108) [#69]
18 Jul 2006
To: LaZerDude (C_BURKE) [#66] 18 Jul 2006
I have not been on this forum for some times.
I have looked in but not posted anything. (exept that I'm closing my shop)
Tonight I thought I stop by and see what's going on.
I noticed this tread and have read it all.
There are so many good advices (?) here. I too hope that you don't consider to quitt. You are a super great guy.
I can not give you any advice other than what so many others have said. Life and business is like a train ride many mountains to climb and many valley to go through.
KEEP YOUR CHIN UP
YOU CAN DO IT
Rolf (The Ice cream eating fool) ;-)
From: LaZerDude (C_BURKE) [#70]
18 Jul 2006
To: UncleSteve [#68] 18 Jul 2006
Steve.....I might just do that......after my order for 20 3.5" buttons yesterday, I think I have figured out how to make them ( Insert laugh here)
From: LaZerDude (C_BURKE) [#71]
18 Jul 2006
To: Rolf (RJB2108) [#69] 18 Jul 2006
Rolf,
Interestingly, I called you the other day but you were closed.....I had a question about pricing 3.5" buttons.......but that is neither here nor there, thank you for your kind words and encouragement...I appreciate them very much.......
Yes I have received some good ideas, both here and privately along with a couple of kicks in the ass ( mostly in private).....either way, I am feeling better and not so alone. I just need to get over my fear of marketing/selling and it will happen.....besides at THIS point I think the forum would come over here enmass and beat the crap out of me if I gave up......and while it would be fun to see everyone, I would not much care for the beating....
Oh by the way, WHERE IS MY ICE CREAM!?!?!?!?
EDITED: 18 Jul 2006 by C_BURKE
From: Harvey only (HARVEY-ONLY) [#72]
18 Jul 2006
To: LaZerDude (C_BURKE) [#55] 18 Jul 2006
It has taken me about 50 years to learn that the only difference is in your mind. I still have phobic periods about that, but once I start talking it disappears. (As all who have met me can attest to.)
You are not selling, you are offering a product or service that can help them make more money.
I was great in selling equipment that I designed, got fired for showing up the boss who thought he was the best in the world. Was I selling, absolutely not! I was fitting a product with the potential customer that would most benefit him. It took years for me to understand that.
If a customer walks in, I am pretty good, my wife is fantastic, and my son, (who unfortunately does not work for us), could sell ice to Eskimo's in the middle of winter.
It is getting new customers that has me stymied, sound familiar?
When you figure it out, please let me know in simple terms.
I need to get out and conquer my fear and get some new clients also.
I know that I am talking out both sides of my mouth, but maybe it will motivate me also.
From: gt350ed [#73]
18 Jul 2006
To: LaZerDude (C_BURKE) [#66] 18 Jul 2006
Here's a little story....
For the first 13 years or so of my banking career, I was always a behind- the-scenes guy and department head. Customers came to me for construction loans. Aside from meeting clients for lunch, or inspecting their projects, business was such that cold calling was never necessary.
Consequently, I had no experience or skills in this area.
Then my career took a left turn. We made a personal choice to dramatically change our lifestyle. We moved out of the greater L.A. area, opting for a country life. But even so, I stayed with the same employer. I kind of wanted my cake (dept. mgr/senior mgmt) and I wanted to eat it too (live in the country). This worked for about 2 years. Eventually, I had to take a branch manager position within the same company, in the market I lived in but had never worked in. Not only did I not have sales/cold calling experience, but my "market" was totally unfamiliar to me.
Whether by devine providence or otherwise, shortly after accepting this new position I became aware that an individual in my area was a team leader conducting a 12-week Dale Carnegie course. Regardless of what you may have heard about what Dale Carnegie is all about, this was the best thing that I ever did for myself business-wise.
You and I are both hams. We're great talkers, entertainers, comedians, etc. But neither one of us are automatically comfortable asking for business. Most people aren't. The difference is, most people will never do anything about it. But I have, and you can.
Dale Carnegie did not make me a super salesman. But it DID give me confidence to step out of my comfort zone. And relating to my job, one of the first things I discovered was that my competition was NOT stepping out of THEIR comfort zone.
As I would engage with people, explain the benefits of doing business with my organization, and ultimately ask for and get their business, eventually I would ask why they decided to come with us.
You know what I was told over and over again?
"We decided to give you our business because your competitors never asked us. In fact, your competitors never came around to even meet us." Of course, the more I did it, the easier it became. But there was another aspect that continues to amaze me today. And that is that MOST PEOPLE WILL NOT ENGAGE OTHERS to show them what they can do for them that will benefit them.
IT DOES NOT HAVE TO BE COLD CALLING. IT JUST HAS TO BE COMMUNICATION OR CONVERSATION. in writing, in person or both.
Now I'm in a different industry, but some things never change. Our competition is "shocked" that we actually engage people and ask for the business. They are shocked because they have grown comfortable in being the only game in town for years. Their ways of doing things are old, their equipment is old and they are selling the same products that they did years ago.
Here's my tip... if there is a Dale Carnegie Course being taught in the islands, enroll in it. But at the very least, go to Barnes & Noble and get Dale Carnegie's book. I guarantee it will be in stock. Heck, I may even have my lessons that I can copy for you.
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Another tip:
When contemplating products, think in terms of things you can purchase locally to avoid shipping costs. Things like wood that can be turned into lasered products of a tourist nature.....or engraved coconut candles. Put them in shops. Become a wholesaler to certain shops. Sharon still uses her pocket mirror made out of zebra wood bought in LaHaina(?) in 1981. She would have loved having it engraved at the time with "Ed & Sharon Forever...or at least for awhile." B-)
and another...
Approach your fellow Rotarians and ask them for referrals or an introduction to someone you have targeted. You will be surprised who they might know that could benefit you.
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Since this thread started almost at the very moment that you called me on MY 800 number, I hope it wasn't our conversation that drove you over the edge.
Keep on keepin on bro! Never, never, ever give up!!!
From: LaZerDude (C_BURKE) [#74]
18 Jul 2006
To: Harvey only (HARVEY-ONLY) [#72] 18 Jul 2006
You are not selling, you are offering a product or service that can help them make more money.
Harvey,
Perhaps I need to be thinking out of the awards box.....what am I selling that would help others increase their business? This was mentioned before and also in a private post......what is it that "I" have to offer that will increase other peoples business?
The answer to that question might help.
Thanks
From: LaZerDude (C_BURKE) [#75]
18 Jul 2006
To: gt350ed [#73] 19 Jul 2006
Mr. Ed,
Thank you for the kind and toughtful post. As it turns out, our new District Governor is the Dale Carnagie trainer in Hawaii.....he is a bit ( a lot ) odd, but a nice guy just the same. Perhaps I will talk to him about it.
As for YOUR 800 number, if had any other numbers on your website I would call them instead.... :P ( insert laugh here)
But I do thank you for your time, and support, friendship and encouragement.
Thank you
From: rich (SPYDER62) [#76]
18 Jul 2006
To: LaZerDude (C_BURKE) [#75] 19 Jul 2006
Hi Chuck
Don't give up :P , I've had my laser for a year now and it just makes payments. Like you I HATE selling and just dropping in as I have a speech problem but still do the calls. We have way to many trophy shopes here in town and all have a laser that just sits with little work.
So I started thinking about what I like to do and as I've been a modeler all my life I started to design and cut model railroad kits about 5 months ago and it is starting to pay off. :-)
So think out of the box, I have hit all the title shops and contractors for engraved tile and cabinet doors but no one in this area wants to pay the price or wants to engrave slate and such that does not work. :'-(
Oh and when you do your calls a great door opener is a nice lite ply engraved wooden card, go to a hobby shop that has RC aircraft and get a sheet of 1/64 ply and have fun, your logo would look great on one. ;-)
From: Harvey only (HARVEY-ONLY) [#77]
18 Jul 2006
To: LaZerDude (C_BURKE) [#74] 19 Jul 2006
If it is an award, it well may increase productivity. If you are making it for a gift shop, obvious.
A sign or a badge gives a more professional look to the customer and will contribute to their sales.
You are not trolling for someone to buy a keychain with their name on it, except maybe in your store. You are looking to provide a service to other businesses. Making tags for a circuit breaker box completes a job for the contractor and brings in money. If it looks professional it brings them more business by word of mouth.
Try to look at it as how it does them some good, especially over your competition. You have a little free time, so rush service is a plus in your favor.
I am loving answering your questions, apparently I have some answers and until I type them they do not sink in for my application. I always found that I learned more by teaching than by doing so keep the questions coming. It gets the brain going in different ways.
I hope that some of this helps you, it did me.
From: Stunt Engraver (DGL) [#78]
19 Jul 2006
To: LaZerDude (C_BURKE) [#77] 19 Jul 2006
Earlier in this thread, I suggested making sales calls with tangible examples of your work. In response, you asked:
Like many people, I always regarded the task of making cold calls, a dreaded, but necessary, part of doing business.
At first, I tried what surely would be the "right way" to do it.
That entailed wearing the salesman's uniform. You know; dress shirt, tie, slacks etc.
Of course, depending on the market, that uniform may be appropriate.
In your situation, being located in the laid back atmosphere of the Hawaiian Islands, I think you'll see greater success, in using what I call, The Regular Guy Method.
(The following preface will lead to that method.)
As a student of human nature, (as many of us are), I made some observations of people's reactions and body language, as I made my rounds in the salesman's uniform.
I didn't like what I saw.
"Uh oh! Here comes a salesman", was the common expression on people's faces.
That was before I'd even opened the door!
Their heels were already dug in, which made me nervous and decreased my chances of making a convincing "pitch."
One day, with no intention of making a sales call, I drove by an awards shop (my target market, at the time) that I hoped would be interested in what I had to offer. I was dressed casually and certainly not prepared for a sales call, but decided to try my luck, regardless.
Upon entering the shop, I made a some pleasant observations:
1) The shop owner was much more relaxed and at ease, than those I had approached in a suit.
2) As a result, I was much more relaxed, which allowed me to not rush into the reason for my visit.
As far as the shop owner was concerned, I was just a "regular guy" browsing through his shop.
I wasn't about to have him think otherwise; at least not yet. :-)
I looked around and commented on how nice his display looked and asked which items were his best sellers. This gave the shop owner a chance to talk about his business.
More importantly, by my initiating a conversation, as most conversations go, there were tangents and we developed a rapport. We were enjoying each another's company.
Still no mention of my occupation, or the reason for my visit, until my "new friend" asked, "What do you do for a living?"
All I had to do, was answer the question:
"I've been in the engraving business for X number of years and work behind-the-scenes, for a number of awards shops, in the way of providing services they don't offer, or are uncomfortable in doing."
With a smile on my face, I said, "I dropped by, to see if I could add you to my list of satisfied customers."
We talked briefly about the gaps I could fill in his operation and how we could benefit from working together.
He's still a customer to this day. :-)
Earlier, as one idea for your specific situation, I suggested approaching businesses such as sportfishing, scuba diving or jet-ski rental operations, with the idea of creating sublimated ceramic tiles, keepsake boxes or refrigerator magnets, from digital photos.
The photos could be of people holding their prize catch, or sitting on a jet-ski etc. A keepsake of their vacation.
Those items, or others you may think of, means an add-on sale for the respective businesses, and if the idea takes off, a steady stream of work for yourself.
You're a good conversationalist and no doubt will be able to break the ice, but here are some examples of "Regular Guy" conversation starters:
(Remember, you're just in the area, taking in the sights.)
Sportfishing Co: "So, what kind of fish are running? What's been the biggest fish, so far, today?"
Jet-ski rental Co.: "Looks like people are having a lot of fun out there. What makes Honda (or whatever brand they rent) preferrable to other brands?"
You get the idea. Anything to draw a person into a casual conversation about their business.
When you're comfortable with the person, mention that you have an idea that you think will enhance their business. Lay out your idea and if the person's interested, offer to bring some samples by.
Because you aren't on a sales call, you don't have samples with you, but that shouldn't keep you from having a digital camera on hand, so you can use a picture of the business owner, standing in front of his boat, or sitting on a jet-ski, as the subject for the sample. :-)
EDITED: 19 Jul 2006 by DGL
From: Doug (JDOUG5170) [#79]
19 Jul 2006
To: LaZerDude (C_BURKE) [#55] 19 Jul 2006
Chuck, first....quit selling when you go "cold calling". A good salesman is a good observer and a great listener.
Take something unusual, cute, usable for your intro gift...I like using yo-yo's, and then, sit back and let the new friend on the other side of the desk, counter, tell you what you might do for them.
For me, the selling always came in after the first order. When you hand the customer that first completed order, the one where they get to see how good your work is you want to introduce them to something else you might do for them.
One more observation if I might....other than setting up your shop, you are using this down time to perfect your craft. You have picked up so many different systems, I know it is a lot to learn. Nothing worse than fighting color matching when in the middle of an order.
Doug
From: Engravin' Dave (DATAKES) [#80]
19 Jul 2006
To: LaZerDude (C_BURKE) [#74] 19 Jul 2006
Find an inexpensive wooden box that is laser engravable, fill it with Maui or Hawaii related products, then engrave "In Appreciation" and the company's logo below that. It could be APA's version of a gift basket that companies could give to their mainland clients.
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